Every fact that you state should be infused with a feeling of some kind. Even the most boring, raw fact. For every fact in your presentation, I’d like you to track it backwards to it’s reason for being in your presentation. This isn’t school for prospects. It’s sales. When you find the most core reasons for that fact, connect with the values that drive that reason. Find those values in yourself. Not as thoughts. As feelings. Physical feelings and emotions.

Now, someplace that nobody can hear you, well up that emotion into a peak state of that emotions. Then express all the feeling of that emotion as you say the fact. Nobody’s listening, so really go for it.

Now, say it again, just letting that feeling color your tone and body language.

Now that’s nice. That’s what I want to see and hear when you’re presenting that fact. Imagine all your facts being colored with the appropriate emotion! Every time you are about to state a fact, look for your emotion and value connection to that fact. The reason you are saying it. I mean the real deep reason you are saying it.

This is not an act, it is not dramatic. It is the subtle shading that boosts your close rate and wins friends. It shows that you are connected to meaning. That is the mark of a true professional. It is very attractive. It is compelling. It means you are compelling, professional, and attractive. We want to do business with “

you.

You have been cautioned not to get people analytical or it will kill the momentum. Yet you know that there are many facts that people want to or need to know in order to make their choice. Think how much momentum you will be able to maintain with this technique.

People respect that kind of connection. It imparts credibility. This is balanced emotion. It is not so strong that anyone would raise an eyebrow. You aren’t screaming at them during an infomercial. This is live, one-on-one charisma.